Three Word Podcast

Episode 253 It's Separation Season!

Episode 253: Only 1% of us are willing to do this. Separate ourselves from the competition during the holiday season.

 

Have you found it hard to focus during the holiday season? It is a common struggle to navigate numerous distractions while concentrating on your business growth for the upcoming year.

 

Consider this statistic: About 99% of us fall into the holiday season trap. One percent of us will not. The 1% will use this time to Separate themselves from the competition.

 

For the 1%, the holiday season is not a distraction but a day of opportunity. They understand that Christmas is just a day, not a week or a month. It's a Holiday, not a holiday week! They approach sales as a game of inches, doing one more of what they know will lead to success. They become more creative and innovative, using the season to their advantage.

 

The year's final month often brings distractions—holiday gatherings, planning for the new year, and the urge to slow down. But for sales professionals, this is an opportunity for growth. It is what we call 'separation season'—the time to outwork, out-prepare, and outperform the competition while they're busy slowing down and distracted. This is the time when champions separate themselves from the pack, setting the stage for a successful new year.  

 

If you're in sales and ready to rise above the noise, now is your chance. By staying focused and disciplined when others aren't, you can build momentum into next year. I will explore specific strategies and behaviors you can adopt to seize separation season and leave the competition behind, such as maintaining a consistent work schedule, prioritizing high-impact tasks, and leveraging the unique opportunities the holiday season presents.

 

For instance, did you know that Fridays from 1 to 5 p.m. are the least productive times for most employees? They start to look towards the weekends and focus on non-productive tasks. But not the 'Separators '.

They are the 1% who use this time to Separate themselves from the competition. They make more calls, meet more clients, and prospect for more qualified leads. They maintain discipline in their sleep, hydration, nutrition, and exercise, creating a mental advantage over others. This discipline empowers them to stay in control and ahead of the game.

 

They seek out opportunities that others overlook. While most of us send holiday cards to our clients just before the holiday, the separators approach and think differently. What if you did something unique in the first week of December, like being the first to meet or send a personalized video message? Express your gratitude for their partnership. Write a heartfelt note summarizing your year with your key accounts.

 

To stand out at work, you must find more time to grow your business. By staying 15-20 minutes longer at the end of the day or coming in to work 15-20 minutes earlier, you can gain 100 minutes a week to focus on new accounts, make introductions from happy clients, and create strategies for your key or secondary accounts. This dedication to business growth should inspire and motivate you to take charge of your success.

 

Why Separation Season Matters in Sales  

Many top-performing salespeople understand that success isn't just about showing up; it's about doing. It's about capitalizing on the moments when others are distracted or disengaged. During holidays, colleagues and competitors are occupied with festivities, travel, and year-end fatigue. While they're slowing down, a focused salesperson can push forward, closing deals, strengthening relationships, and positioning themselves for long-term success. This is your opportunity to set the stage for a successful year ahead.

  

Here's why separation season counts:

 

1. Buyer Attention Is Unmatched—Despite being busy, the holidays also present unique opportunities. Distractions can work both ways, opening doors to one-on-one conversations with decision-makers who are otherwise tied up during peak sales periods. This is your chance to stand out and make a lasting impression. Momentum is Everything – The habits, activities, and results you build now will roll into the next year. January will come quickly—but will you enter it ahead of the pack or scramble to catch up?  

 

2. Small Gains Create Big Gaps – Incremental actions during separation season, such as booking one extra meeting or closing one more deal, can set you apart significantly over time.  Separation season is not about doing more work for the sake of it; it's about doing the right work with more focus and consistency than the competition.  

 

      3. Your Competitive Edge Starts Today   The competition may be distracted, but             you're not. By staying focused, setting clear goals, and deliberately pursuing the               right activities, you can redefine what's possible for your sales career.

 

Remember, separation season is when champions create opportunities. Not everyone will rise to the challenge—but those who do will reap the rewards when they walk into the new year already miles ahead of their peers.  

 

Give yourself the perfect gift and start today. Your effort now will determine where you stand tomorrow. Until Next time. 

 

If someone can benefit from this episode, I invite you to share it.

 

Learn more at www.Threewordmeetings.com.

 

Episode 252 Return on your time!

Episode 252 is about getting a return on your time. It's not just about working harder but about working smarter.

 

If you're in sales, you understand the value of every minute. It's about putting in the hours and making each moment count. Let's dive into how you can invest your Time to maximize results and revenue.

 

Understanding Return on Time

Let's start by unpacking what 'Return on Time' means. In sales, it's the key to efficiency. It's about identifying the most impactful activities and directing your Time towards them. Think of your day as an investment portfolio. Are you putting your Time into actions that bring the highest returns? Just like in finance, diversifying your 'time portfolio' can lead to significant gains in your sales performance.

 

 

Pinpointing High-Impact Activities

Now, the critical question is: Which activities should you focus on? Start by examining your sales funnel. Prospecting, lead nurturing, closing deals, and follow-ups—each stage demands Time, but not all actions are created equal. Look at historical data. Which activities have consistently led to closed deals? Often, those personal touches or well-researched cold calls generate more impact. These activities can move the needle in your sales career, and focusing on them can be a powerful motivator.

 

Spending quality time understanding your client's needs and customizing your presentation of solutions can dramatically increase your conversion rates. It's all about building relationships, not just transactions.

 

 

The Time-Waster Trap

We must also address the time-waster trap. These are activities that consume chunks of your day but yield little revenue. Think excessive admin work or unproductive meetings. Identify these traps and find ways to minimize them. Automation tools can be your best friend here. Remember, every minute saved from low-yield tasks is gained for high-impact activities.

 

 

Setting Boundaries and Priorities

Prioritization is your key to control and focus. Start each day by listing three main goals. What must you accomplish today to move the needle? Use techniques like the Eisenhower Box to distinguish between urgent and important tasks.

Block specific times in your calendar for prospecting and follow-ups. Treat these blocks as sacred—no interruptions! It is your Time to shine and be assertive in your priorities.

 

Time Management Strategies  

Now, let's talk let's. You might wonder, "How can I "best allocate my time?" Here are "few tactical approaches:

 

• Time Blocking:

Schedule dedicated blocks for different activities. Allocate specific hours for prospecting, client calls, and administrative tasks. This structure helps reduce distractions and enhances focus.

 

• The Two-Minute Rule:

If a task takes less than two minutes, do it immediately. This strategy keeps your to-do list short and prevents minor tasks from piling up.

 

• Key Account Focus:

Identify your top revenue-producing accounts and schedule 30-45 minutes daily to review where you can add value or make adjustments. If you need ideas, brainstorm with your manager or other key personnel. Do the same for accounts you want to grow to a key spending level.  

 

Remember, your days are finite, but your potential isn't. By focusing on high-impact activities, employing effective time management strategies, and continuously assessing your progress, you can significantly enhance your return on Time and drive your sales career forward. Let this inspire and motivate you to make the most of your Time.

 

If you enjoyed today's episode and found it valuable, subscribe wherever you listen to podcasts. Until then, keep investing your Time.

 

Remember, it's not about Time spent but the value it brings. See you next Time!

 

If you need to save time preparing for sales meetings check out:

www.Threewordmeetings.com.

 

Sales Meetings with Purpose. An innovative approach created by Lisa Thal, an author, inspirational speaker, and business coach with over 37 years of marketing, sales, and leadership experience. Her book Three Word Meetings transforms how sales managers and leaders conduct team meetings, making them more engaging, purposeful, and impactful.

Episode 251 Timing is everything.

Episode 251, we discuss how to identify your clients' timelines for doing business with you. Discover how the word "When" can help.

 

We've all heard the saying, "Timing is everything," but it can be the difference between a closed deal and a missed opportunity in sales. Today, I will unlock the power of timing and discover why the question "When?" is essential to your sales success.

 

Understanding the Importance of "When?"

First, let's understand why "when?" is such a powerful word in sales. Asking "When?" helps you evaluate the perfect moment to approach a lead, propose a solution, or convert a sale. It's about aligning your sales process with the buyer's decision-making timeline. Knowing when to act can optimize your efforts and improve your success rate.

 

Use timing as an advantage.

A great "when" question to ask a current client or a prospect when facing a timing issue would be, " When do you need to start receiving more qualified leads? When do you need more new customers?" It gives you more visibility into their timeline.

 

Applying "When?" in Different Sales Scenarios

Now, let's explore some practical applications of asking "When?" in sales.

1. When to Reach Out: Timing your initial contact can set the tone for the entire sales process. Research your prospect's industry trends and typical buying cycles. A well-timed outreach can mean reaching them when they're most receptive.
2. When to Follow Up: Following up is crucial, but it's all about balance. Too soon can seem pushy; too late, and you risk losing interest. Schedule a next appointment to follow up and set reminders to follow through.
3. When to Present Your Solution: Tailor your pitch to align with the prospect's immediate needs. By understanding when their pain points are most acute, you can present your product or service as the timely solution they need.
4. When to Close the Deal: Knowing when to ask for the sale is essential. Listen for signals that indicate readiness, like a shift from general questions to specifics regarding implementation or price. As shared earlier, When do you need to receive more qualified leads? When do you need more new customers?" It will give you more visibility into their timeline.

 

How "When?" Empowers Your Sales Strategy

Incorporating "When?" into your sales strategy enhances your timing and demonstrates empathy and respect for your prospect's schedule and decision-making process. It builds trust and positions you as a consultative partner rather than just a salesperson.

 

Real-Life Success Stories

I want to share some real-life success stories where sellers focused on the When.

• Sarah, a senior sales executive, increased her close rate by 30% after she began asking her prospects when they anticipated a solution would be most beneficial. She used this information to tailor her follow-ups and proposals.
• Mark transformed his follow-up strategy by consulting his CRM data to determine the best times to reconnect with prospects, leading to a significant boost in engagement.

These examples highlight the transformative impact of effectively leveraging the "When?" question.

 

 

In conclusion, asking 'When?' is more than just a question—it's a strategy that can significantly enhance your sales performance. By mastering the art of timing, you empower yourself and your team to achieve more significant results, giving you confidence and control in your sales process.

 

If you found this conversation valuable, remember to subscribe and share it with your colleagues. Please leave a comment or review and join our growing sales professional community.

 

Until next time, start using When in your sales approach, and remember—timing is everything!

 

Stay motivated and make every outreach count!

 

Learn more at www.Threewordmeetings.com.

 

Sales Meetings with Purpose. An innovative approach created by Lisa Thal, an author, inspirational speaker, and business coach with over 37 years of marketing, sales, and leadership experience. Her book Three Word Meetings transforms how sales managers and leaders conduct team meetings, making them more engaging, purposeful, and impactful.

 

 

 

 

Episode 250 The secret words to growing your sales.

Episode 250, learn the secret words to growing your sales.

 

We're always looking for new ways to improve our business. Today, I will break down these three words—better, more, and differently—and discuss how you can apply them to your sales strategy. Get a head start on growing your revenue for 2025.

 

Hello, everyone, and welcome to the Three Word Podcast, where I believe in the power of three simple words to transform your sales strategies and sales meetings. I'm your host, Lisa Thal, and today; I will explore three powerful words that can revolutionize your sales approach—better, more, and differently. My mission is to empower sales professionals like you with actionable strategies for growth. So, grab a coffee, put on your walking shoes, and let's get started!

 

Reflect on Your Current Sales Approach

The first step we must start with is an honest reflection of your current sales approach. Consider asking yourself:

• What's working? Identify successful tactics you've created that can be scaled or adapted to other areas.
• What's not working? Pinpoint areas where you're consistently falling short and need to change.
• How am I spending my time? Evaluate your daily routines to ensure your actions align with your sales goals.

 

By understanding your strengths and shortfalls, you can focus on refining areas that need improvement and replicate successful strategies.

 

1: Doing Things Better

First up, better. How can we refine what we're already doing? It's about more than overhauling what you're doing; it's often about focusing on our existing processes. It begins by evaluating where you are today.

 

• Focus on Customer Relationships: Start by improving your relationship management. Are you truly listening to your customers? Are you engaging with them in a way that makes them feel valued?  
• Master Your Product Knowledge: Deepen your understanding of your product or service. The more you know, the better you can tailor your solutions to meet your customer's needs.  

 

• Refine Your Follow-Ups: Craft personalized and timely follow-ups that remind your prospects of your value. Sometimes, subtle changes make the most significant difference. Stay connected to your prospects and clients. In most cases, it's a timing issue for you to do business with them.

 

2: Doing More

Next, let's talk about doing more. Doing more in your sales strategy can significantly boost your sales growth. It's about expanding your efforts and not settling for the status quo. Getting in front of new opportunities starts with effective prospecting. To enhance and increase your opportunities, consider the following:

 

• Increase Outreach Efforts: Contact more prospects to expand your reach. Consider exploring new markets or demographics that might benefit from your product.  
• Content Marketing: Contribute more to thought leadership through blogs, guest appearances on business podcasts, and social media. Position yourself as an industry expert, and potential clients will come to you. How are you marketing yourself?
• Training and Development: Invest more time in improving your skills. Attend workshops, seek mentorship, and learn from peers to stay ahead of the curve.
• Introductions: Ask satisfied clients for introductions. A client introduction can often lead to quicker conversions than cold outreach. Review the connections your clients and friends have on LinkedIn and ask for an introduction.  

 

3: Doing Things Differently

Finally, let's consider doing things differently. Sometimes, a fresh perspective can lead to breakthroughs in your sales approach.

Innovative Sales Techniques: Experiment with different sales techniques, such as storytelling or video messages, to engage your clients uniquely. For instance, you could create a personalized video message for a potential client, showcasing how your product solved a specific problem for other clients.

Learning from Peers: Engage with your network to exchange experiences and insights. Sometimes, listening to others can provide new perspectives in your approach. Remember, you're not alone in this journey. Your peers can provide valuable insights and support.

Learn to say No: We have limited time each day to create and grow our revenue. So, we must focus on the actions that move our business forward. Say yes to those actions that can impact your business.

 

There you have it—three simple words that can lead to monumental changes in your sales strategy. By doing things better, more, and differently, you can unlock new opportunities for growth and success. Remember, the potential for growth and success is within your reach, so stay optimistic and keep pushing forward.

 

Remember to keep pushing your boundaries! These challenges inspire growth and innovation in our sales strategies.

 

If this episode can benefit someone, I invite you to share it. By doing so, you'll help others and contribute to our supportive community of sales professionals.

Learn more at www.Threewordmeetings.com.

 

Sales Meetings with Purpose. An innovative approach created by Lisa Thal, an author, inspirational speaker, and business coach with over 37 years of marketing, sales, and leadership experience. Her book Three Word Meetings transforms how sales managers and leaders conduct team meetings, making them more engaging, purposeful, and impactful.

 

Episode 249, Own Your Success!

Episode 249, Own Your Success!

Stop the blame game of others for not achieving your goals. We learn why personal responsibility matters. 

 

We are approaching the end of the year. Are you on track to achieving your goals? If you are going to fall short, do you know why? Have you identified the shifts you must make to get back on track?

 

Over my 37-year career in coaching, I have discovered that the most successful people take personal responsibility for their goals. They are open to coaching to get better and make progress. Then, some want to play the blame game. In sales, for example, They list all the reasons they will miss their goals: the market conditions, the clients won't call them back, the toxic work environment, and some blame their managers for their lack of performance.

 

I get it. It's human behavior to find someone else to blame for our shortfalls. That is called Fear. Fear of Failing or how others will view us. But what if we reframed it, and instead of blaming, we learned from Failing, the First Attempt In Learning? For instance, we can improve our communication skills or seek more training.

 

Believe me, as coaches and managers, we want our team to exceed their goals. Our job is to identify where we can support and coach them. We must start being honest with ourselves and understand why personal responsibility matters.

 

Personal responsibility is not just about admitting shortfalls—it's about owning your role in your achievements and setbacks. When you fully own your performance, you empower yourself to find solutions and drive positive outcomes. This mindset leads to growth, learning, progress, and success, giving you a sense of control and confidence.

 

The Blame Game

Blaming others, especially your manager, might offer temporary relief, but it won't lead to meaningful change or professional growth. By shifting the focus from what's outside your control to what you can influence, you empower yourself to make a difference.

 

Here are three key strategies to help you hold yourself accountable and steer your career toward success: focusing on what you can control and taking personal responsibility for your actions and outcomes.

 

Own Your Numbers.

You must be clear about your goals and understand that this is the first step toward taking responsibility. Instead of vague objectives like "sell more," break down your intentions into specific, measurable targets. For example, set a goal to meet a certain number of new clients each week, grow your current accounts, close a certain number of clients each month, or increase your client base by a specific percentage over the next quarter.

Having specific goals will give you a clear path to follow and allow you to measure your progress. This process will help you identify what's working and what needs adjustment.

 

Develop a Progress Mindset

Adopting a mindset of progress is crucial for personal accountability. It means viewing challenges or setbacks as opportunities to learn, grow, and progress rather than seeing all the obstacles. Instead of saying, "I didn't hit my target because my manager didn't support me," consider what you can do differently next time to achieve better results. A progress mindset is about constantly seeking improvement, being open to feedback, and being willing to change your approach if it's not working. It's about seeing every situation, whether a success or a failure, as a chance to learn and grow.

 

The most successful people I know always seek ways to improve their performance. They are open to new ways of achieving personal and professional coaching.

 

Seek feedback from your peers, not as criticism but as valuable insights to refine your approach. For instance, they point out areas where you could improve your communication or suggest a different approach to a particular client. By constantly learning and adapting, you position yourself as a proactive problem-solver, taking charge of your development.

 

Reflect and Adjust Regularly

Regular reflection is vital to ensure you're on track. Schedule time each week to evaluate your performance. Ask yourself questions like:

• What did I achieve this week?
• What challenges did I face, and how did I address them?
• What can I do differently next week to improve my results?
• Where did I lose focus this week? Did I let personal distractions get in my way?

Reflecting on your actions and outcomes can help you better decide what needs to change. This process of constant adjustment ensures you remain in control and actively work towards your goals.

 

Success in sales does not solely depend on your manager or external circumstances—it's mainly within your control. By owning your goals, maintaining a progressive mindset, and regularly reflecting and making adjustments, you can take personal responsibility for your performance.

Remember, It starts with you!

 

If someone can benefit from this episode, I invite you to share it.

Learn more at www.Threewordmeetings.com.

 

Sales Meetings with Purpose. An innovative approach created by Lisa Thal, an author, inspirational speaker, and business coach with over 37 years of marketing, sales, and leadership experience. Her book Three Word Meetings transforms how sales managers and leaders conduct team meetings, making them more engaging, purposeful, and impactful.

 

Episode 248 Game Day Ready!

Sales Meetings Topics. Lisa Thal, an Author, Inspirational Speaker, and Business Coach with over 37 years of marketing, sales, and leadership experience, is the mastermind behind the book Three Word Meetings. Lisa's coaching is about creating sales and business meetings with fun and interesting 3-word topics that spark conversation and ignite excitement in sales teams.

 

Episode 248 Game Day Ready!

This is about mastering the preparation for any sales call. 

 

I watched football this weekend and thought about all the preparation teams make before stepping onto the field. The coaches watch game films, discovering their opponents' weaknesses and strengths. They practice and prepare all week for that one game.  

 

How much preparation are you preparing for your client meetings or presentations each week? Does your team have a Playbook? If so, is your team following it, or do they think they have all the necessary skills to manage the call? The best athletes and top salespeople pay attention to the details of each game or call.  

 

The Importance of Preparation

Success in sales, like success in a sports game, hinges on well-thought-out strategies and preparation. Sales professionals need to understand their "opponents" (potential clients and market conditions) and tailor their approaches, just as athletes analyze their competition and design their game plans.

 

Preparation Matters.

Your preparation matters. The more prepared you are, the more confident you will be, the better your communication will be, and the more successful your outcomes will be. Are you game-ready?

Ask yourself, how much time did you prepare to make that first call, first meeting, or follow-up meeting? The time you put into preparation can be the key to your success.

 

Researching Your Prospect.

It starts with understanding their needs. We have to know why we are calling on them, the purpose of our call, and the benefits of meeting with us. It is essential to understand their pain points and how your product or service can solve them.

 

We can gain Social insights into them.

Research the prospect's LinkedIn profile and company website for recent updates or achievements that could be relevant to the call. For instance, if you discover that the company has recently launched a new product, you can tailor your pitch to show how your product complements theirs. Set a Google alert for the person and the company you're meeting with to get the most up-to-date information on them.

 

We need to set clear goals for the call and discuss the objectives. Whether closing a deal, setting up a follow-up meeting, or gathering information, having a goal keeps you focused. For example, if you want to close a deal, you can structure your call to lead to that outcome. Make sure you have a next step by setting a meeting on the calendar.

 

Know Your Product or Service

Your Playbook. The best salespeople know all the advantages of their products and services and how they can help their clients. Ensure you identify those key advantages and benefits of working with you.

 

Anticipating Challenges

Resilience and Perseverance

Facing rejection is part of the game in sales, much like losses are inevitable in sports. Both demand resilience, where setbacks become opportunities for growth and learning. Sales professionals, like athletes, must stay motivated and learn from each call.

 

Prepare for objections. Discuss your most common objections and be prepared to overcome them. For instance, if a prospect raises a price objection, you can counter it by highlighting the value your product or service brings. You may have to prepare for alternative solutions if the initial pitch doesn't go as planned.

 

Practice Makes Perfect

Game time. Sales professionals perfect their skills with regular practice, role-playing, and training sessions. Similarly, athletes practice rigorous practice to perfect their techniques and fitness levels to create a competitive advantage.

 

Game Film. Record your calls so you can gain valuable feedback to help you on your next call. All successful teams watch game films to learn from what they did well and where they fell short.

 

Celebrating Wins

Lastly, celebrating victories—big or small—is a shared experience in sales and sports. Acknowledging achievements boosts morale and fosters a winning culture, encouraging teams to push toward even greater accomplishments.

By recognizing these similarities, you can channel your inner athlete, applying sports-like discipline and determination to excel in the sales game.

 

Remember, just like an athlete trains for a game, your preparation sets you apart from the competition. The key to success is not just knowing but doing. Until next time, stay motivated, make every sales call your best yet, and go win the game!

 

If someone can benefit from this episode, I invite you to share it.

Learn more at www.Threewordmeetings.com.

Episode 247, Are you giving up too soon?

Sales Meetings Topics. Lisa Thal, an Author, Inspirational Speaker, and Business Coach with over 37 years of marketing, sales, and leadership experience, is the mastermind behind the book Three Word Meetings. Lisa's coaching is about creating sales and business meetings with fun and interesting 3-word topics that spark conversation and ignite excitement in sales teams.

 

Sales persistence is a crucial element for success in any sales strategy. However, many salespeople give up too early when attempting to set up meetings with prospects. Understanding the reasons behind this can help you coach your team or yourself to help develop more effective strategies for engagement and conversion.

 

I have a question for you. I want you to consider the prospects you're calling today. How often have you tried to set up a meeting? Once, four times, or did you give up? We get excited about the opportunity of working with a particular client and reach out a few times, but they don't respond, so we move on. Have we moved on, too?

 

Why Do Salespeople Give Up Too Early When Trying to Set Up New Meetings with Prospects?

 

Fear of Rejection

One of the most significant reasons salespeople give up too soon is the fear of rejection. Repeatedly hearing "no" can be discouraging and may lead to a lack of confidence. This fear can cause us to avoid rejections altogether by not following up sufficiently. We must understand that we may not be a fit for all clients, so we must expect to hear " No" to get the clients who need us and say yes.

 

Lack of Preparation

We have to define the Purpose of our call. This should give you more confidence when calling. How can we make the initial outreach without proper research and understanding of a prospect's needs.

 

Misunderstanding of the Sales Cycle

Timing is everything. Understanding the sales cycle is crucial, and it's empowering. Not all prospects are ready to engage simultaneously, and multiple touchpoints are often required before deciding. By understanding this, you can avoid presenting too early and feel more in control of the process.

 

Insufficient Follow-Up Strategy

A structured follow-up strategy is not just a plan but a reassurance. It's essential for nurturing leads and ensuring no opportunity is missed. With a clear plan, salespeople can feel reassured and confident in their re-engagement efforts. How do you follow up with prospects when the timing is not right? How can you stay relevant to that client?

 

Pressure for Immediate Results

Sales teams may feel compelled to focus on quick wins in high-pressure environments. This urgency can cause them to overlook prospects that require more time and effort, ultimately leaving potential long-term relationships underdeveloped.

 

Lack of Persistence Training

Sales teams may need adequate training on persistence and techniques for maintaining contact without being pushy. Creating a system for your team or yourself for relevant outreach is key.

 

Inadequate Support and Resources

We must have a strategy to stay connected to our prospects and current clients. With the support of CRM systems or automated follow-up tools, you might find it easier to manage and track their interactions effectively. This lack of resources can lead to abandoned prospects due to oversight or disorganization, which could open the door for your competitors.

 

Sales is a series of cycles.

Resilience is not just a trait; it's a key to success in sales. By building resilience, understanding the sales process, and developing comprehensive follow-up strategies, you can stay determined and motivated, increasing your chances of success.

 

Until next time.

 

Stay inspired, keep learning, and be persistent!

 

Learn more at www.Threewordmeetings.com.

Episode 246, 100-Year-Old Productivity Hack

Sales Meetings Topics. Lisa Thal, an Author, Inspirational Speaker, and Business Coach with over 37 years of marketing, sales, and leadership experience, is the mastermind behind the book Three Word Meetings. Lisa's coaching is about creating sales and business meetings with fun and interesting 3-word topics that spark conversation and ignite excitement in sales teams.

 

Episode 246, where we delve into the crucial topic of productivity. We focus on learning to do more in a day and become More Productive!

 

Why can some people accomplish more in a day than others? The secret may be that they found a way to be more productive when tackling their to-do list.  

 

In the morning, I am more focused, have more energy, and have fewer distractions. Therefore, I prioritize what must be done by doing it first. Later in the day may be the best time for others to focus.

 

On a scale of 1 to 10, how productive are you each day?

Have you ever felt busy the entire day and unproductive at the end of a workday? This is especially true if you're in sales. You were busy answering emails, working on internal projects, and spending very little time offering solutions to your current clients or new prospects.  

 

Being productive in today's world is a constant battle against the allure of technology. The advent of social media, instant messaging, and the on-demand world has significantly increased distractions, making time management more challenging than ever.  

 

There are many ways each of us can be more productive. For the rest, we must understand a few guidelines.

• Understand how you work best
• Staying organized
• Outcomes over Outputs.

 

Understanding how to set ourselves up for productivity is crucial. Knowledge empowers us to eliminate as many distractions as possible and focus on the outcomes we need to accomplish. This means prioritizing tasks that will significantly impact our goals rather than just completing many tasks. Focusing on outcomes over outputs gives us a sense of control and confidence over our work, as we can see our progress towards our objectives.

 

One of the most effective productivity hacks, the Ivy Lee Method, was created over 100 years ago. Ivy Lee designed this process to maximize productivity for Charles Schwab's executive team by helping them focus on less to do more. The beauty of this method lies in its simplicity and proven effectiveness, giving you the confidence to apply it in your daily routine.

 

Most of us have applied his method. For example, when preparing for vacation, you focus on what must be completed before leaving. It's incredible how we eliminate distractions and create the desired outcomes before leaving.

 

The Ivy Lee Method, a century-old yet powerful technique, is a testament to the timelessness of productivity strategies. Designed by Ivy Lee to help Charles Schwab's executive team focus on less to do more, this method is a must-try for anyone seeking to boost their productivity.

 

Step 1. Write down six of the most important things you want to accomplish that day.

Step 2. Prioritize that list. Some people find it best to do the smaller tasks first, while others find it more effective to get the big stuff out of the way first.

Step 3. Focus and work through the list.

Step 4. Check off the tasks you completed. Scratching tasks from your list, no matter how small, brings a unique satisfaction. This feeling of accomplishment can be a great motivator to keep you going.

Step 5. Repeat.

 

 

Set yourself up to be more productive.  

One of the most important things you can do to stay productive is to focus on yourself. It's also essential to take regular breaks between your outcomes. These short breaks are not just a pause in your work; they are a form of self-care that can improve your focus and prevent burnout, giving you a sense of relief and control.

 

Keep moving.

Incorporating physical activity into your routine is not just a productivity tip; it's a game-changer. I will boost endorphins, enhance your positivity, and increase your concentration, making you feel more energized and positive about your work.

 

 

Until next time.

 

Stay inspired, keep learning, and be productive! Remember, the journey to productivity is a continuous learning process. Stay engaged and keep exploring new ways to enhance your productivity.

 

Learn more at www.Threewordmeetings.com.

Episode 245 Discover the Secret Ingredient to Achieving Your Dreams!

Sales Meetings Topics. Lisa Thal, an Author, Inspirational Speaker, and Business Coach with over 37 years of marketing, sales, and leadership experience, is the mastermind behind the book Three Word Meetings. Lisa's coaching is about creating sales and business meetings with fun and interesting 3-word topics that spark conversation and ignite excitement in sales teams.

 

Episode 245, Discover the Secret Ingredient to Achieving Your Dreams. "Work For It!"

 

I want to share a story about a friend, a community leader, and a client I have known for over 25 years.

 

Elmer Hensler, the visionary behind Queen City Sausage, left us a few weeks ago. His life story, a testament to the power of hard work and determination, will ignite a fire in your heart and inspire you to chase your dreams.

 

Elmer's Story…

 "I knew at an early age that if I wanted anything in life, I would have to go out and work for it."   These words, spoken by Elmer J. Hensler, echo his unwavering determination that led to his remarkable journey.

 

Elmer Hensler was a storyteller. His life experiences teach us something in the ways all good stories do:

• The very early struggles.
• The determination to overcome those struggles.
• The results of a well-lived life.

 

Elmer was born in 1930 in Cincinnati's West End, the edge of Cincinnati's meatpacking district, fondly known as Porkopolis.  One of nine children.  Poor but never hungry.  Elmer lived about a block away from active slaughterhouses.  He was an eleven-year-old boy who showed up to work at 4 am before school.  Can you imagine your child going to work at 4 am before school today? His discipline and determination set the tone and pace for Cincinnati's future Sausage King. He faced the harsh reality of poverty and the need to work from a young age, but he never let it deter him from his goals.

 

Elmer's determination was unwavering, even in the face of discouragement. He disliked the formality of classroom learning,  with his mind set on earning money and building a future.  The nuns and teachers at the time always warned him in fear; "You will never amount to anything."  Elmer's response, "Just give me a knife and steel, and I will do the rest!"  He left formal education shortly after the 8th grade to begin his sausage career, a testament to his determination that can motivate us all.

 

Elmer worked all aspects of the Cincinnati meatpacking business. From the fast pace of the slaughterhouses to driver sales and management, he quickly learned from the very best.

 

By 1965, with a vast array of meat industry skills, Elmer started his own sausage company.  He gathered 2 master sausage maker partners to find Cincinnati's iconic Queen City Sausage Company.  Closing in on 60 years of craft sausage making, the company has expanded 15 times.

 

Elmer's love for Cincinnati was evident in his stories of the early days and the struggles.  He was always thrilled with how much the people of Cincinnati embraced the bratwursts, smoked sausages, and deli meats his company made.  His famous motto was "Never cheapen your product."  And "I don't want to be the biggest, just the best!"  His love for his city and his commitment to quality can make us all feel a sense of connection and pride.

 

 

As we wrap up, please reflect on your aspirations and remember, the key to achieving them is to Work For Them, just like Elmer did! Remember, success is not handed to us, we have to work for it. So, let's all take a page from Elmer's book and put in the work to achieve our dreams.

 

Stay inspired, stay motivated, and keep learning!  Work For It!

 

Learn more at www.Threewordmeetings.com.

Episode 244, Successful People do Successful things.

Sales Meetings with Purpose are more than just a catchy phrase. They're an innovative approach created by Lisa Thal, an author, inspirational speaker, and business coach with over 37 years of marketing, sales, and leadership experience. Her book Three Word Meetings transforms how sales managers and leaders conduct team meetings, making them more engaging, purposeful, and impactful.

 

Episode 244 Successful People Do Successful Things.

 

This week's episode is the Three habits of Successful People.

 

When evaluating your business today, is it Struggling, about average, or Successful? I understand we all have a business cycle. I intend to get you off the struggle bus or feeling average and on the road to success.

 

Here is what I know for sure.

 

People who Struggle do Struggle things.

Average people do Average things.

Successful People Do Successful Things.

 

Where are you today? Are Struggling? Are you Feeling Average or doing Successful things that make you more productive and successful?

 

I'm sharing three habits you can start today to get you back on the road to success. By taking action and incorporating these habits into your life, you can take control of your journey to success.  

 

 

Embrace the mindset of a Lifelong Learner.

The first habit we're looking at is the transformative power of becoming a Lifelong learner. Successful individuals always continue learning. It's your personal AI data from your life experiences. Let this inspire you to seek new knowledge and perspectives that can reshape your personal and professional life. Always stay curious to learn more.

 

• Personal Development:
• Warren Buffett, one of the world's most successful investors, spends about five to six hours a day reading books and newspapers.
• I prepare and produce the three- Word Podcasts I learn each week. I am researching topics that can help all of us.

 

• Professional Development:
• Learning new skills and staying updated with industry trends keeps you relevant and competitive.
• We have to learn to say No to non-productive things for our business. Productive vs Busyness!
• Ask your best clients why they work with you and your company. Gain insights that may help you on future calls. Ask for feedback from clients or vendors that have said no to your recommendations. You will gain knowledge there, which will help you.

 

Think about the last book you read or the last course you took. How has it impacted your personal or professional life?  

 

Create Morning Routines.

 

The second habit that sets successful people apart is having a structured Morning Routine. How you start your day can significantly impact your productivity and mindset.

 

Consistency:

• Successful people like Oprah Winfrey and Richard Branson swear by their morning routines. Oprah starts her day with meditation and exercise, while Branson begins with a healthy breakfast and physical activity like kitesurfing or cycling.

 

• Mindset:
• A consistent routine sets a positive tone for the day. It helps reduce stress and increase focus.
• Practicing gratitude, mindfulness, or planning your day can make a significant difference.

 

What is your morning routine? Do you have any special rituals that help you start your day? Remember, taking action in your morning routine can significantly affect how you feel and perform throughout the day.

 

 

Set Goals.

 

The third habit we're discussing is Goal Setting. Successful people don't just set goals; they set SMART (Specific, Measurable, Achievable, Relevant, Time-bound) goals. These goals are specific, have a way to measure progress, are realistic and achievable, are relevant to their overall objectives, and have a deadline for completion.

 

• Clarity and Focus:
• Setting clear goals gives you direction and purpose. It's like having a roadmap for your life.
• Challenge yourself to do the hard thing on your list First. If it is to set a new meeting, then do it first. Do the one thing that can impact your success first!

 

• Accountability:
• Writing down your goals and tracking your progress keeps you accountable. Many successful people use journals or digital tools to monitor their progress.
• Regularly reviewing and adjusting your goals ensures you stay on track.

 

What must you start doing now to set yourself up for success?  

 

Success is just three habits away. 

 

Until next time, keep striving for success, and remember, the only limit to your achievement is the one you set yourself. So, why not start today? Incorporate these habits into your life and see the positive changes they bring. Please share your progress and experiences with our community. Let's learn and grow together!

 

Stay inspired, stay motivated, and keep learning!

 

Learn more at www.Threewordmeetings.com.